What is BATNA and what are its functions in negotiations? What are the ways to identify...

What is BATNA and what are its functions in negotiations? What are the ways to identify your BATNA? How to research the other party’s presumable BATNA? How to speak about your BATNA in negotiations?

Expert Solution

BATNA is Best Alternative to negotiated agreement. It is a term coined by Roger Fisher and William Ury. Batna is comparision between alternatives. A strong BATNA has two alternatives either to agree with more favourable terms or to say no to the deal. Eg: If salesman is offering a car of 7500 dolar and there is car available with features you require in 6500 dolar, one would either ask to lessen the price of 7500's car or simply buy 6500 car. BATNA is always flexible in approach. BATNA should not revelaed

Hayet Jeridi answered 2 years ago

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